Defi Solutions is a financial services company that provides loan origination solutions and auto loan origination software.
Albany, NY, US
The Sales Operations Manager will be responsible for managing the Sales Operations function and project managing key initiatives relevant to new customer acquisition, sales productivity and the coordination between sales and marketing operations. As a key member of the sales organization you will work closely with sales leadership to build out strong operational infrastructure to ensure the efficiency and effectiveness of the company’s sales. The Sales Operations Manager will support the sales team by creating, evaluating, and optimizing data sets and sales applications. The successful candidate will have Salesforce Administrator expertise and a record of success in improving processes and adoption using the Salesforce.com platform. You will be responsible for managing sales enablement, KPI reporting, analysis and optimization, new process roll outs, and managing/enforcing the sales processes. You will have the ability to improve the effectiveness of current processes and procedures to drive change to increase the efficiency of our sales force.
The Sales Operations Manger's focus will be:
An increase in sales effectiveness
Ability to maintain order during times of rapid company growth
A means to process and evaluate data effectively (Salesforce Admin)
A sustainable infrastructure in which sales can grow
KEY DUTIES & RESPONSIBILITIES:
Serve as primary system administrator for the Salesforce.com environment for the Sales Department
Identify and manage project roll outs for new tools and techniques our sales force can use to increase the efficiency of their work flow
Ensure the optimization of new sales tools and techniques that are implemented on the sales floor
Forecasting- partner with Sales Leadership to create and maintain sales forecasting models and data focusing on increased forecast accuracy
Analyze sales activities and metrics to identify areas of opportunity for improvement and implement solutions for increased funnel conversion
Observe sales processes with a strategic and consultative focus to drive change and increase the number of client calls and closed deals
Engage with Sales Reps to get feedback on the sales process and lead quality and seek opportunities to drive improvements and challenge the status quo
Design and develop weekly reporting to provide sales performance analysis and insights to sales management, sales reps and other departments.
Grow a data-driven culture and align business priorities by collaborating with senior leadership and cross-functional teams to scope, prioritize, make recommendations, and execute on technical and business requirements
Define initiatives, make recommendations and clearly communicate metrics by providing a perspective on what’s working and not working, building and leveraging insights from reports, dashboards and Salesforce Einstein to provide actionable data
Improve the ecosystem in SFDC by building out workflows
Improve adoption and productivity by providing training and documentation on process changes and key functionality/features of our tech stack (primarily Salesforce.com and integrated systems). Strong comfort in 1X1, team meetings and more formal training settings.
Refine market segmentation, assist with territory management, and help create a plan to enhance cross-sell processes that align with company goals
Coordinate integration of various marking platforms (Pardot)
Create actionable dashboards and reports in Salesforce.com for sales team prospecting and special initiatives
Perform ad-hoc analysis for sales team and exec team
Perform monthly and quarterly sales compensation calculations
Manage and maintain sales data in Salesforce.com and other software programs.
Recognize, develop, and implement process improvements within the Sales organization.
Develop and maintain daily, weekly, monthly and quarterly reports and Key Performance Indicators.
Manage and maintain sales process adherence with Sales Team
Assist the Sales Leadership with Pipeline and Opportunity inspection
Prepare Sales Business Review presentations
Create and maintain Sales Department policies, procedures, training manuals, and sales-related resource material.
Assist with the on-boarding and training process of new Sales Representatives.
Establish and maintain on-going and effective communication with account executives, sales engineers, strategic partner team and sales leadership.
Manage sensitive materials and data while maintaining confidentiality.
Other projects and duties as assigned.
Mastery in Salesforce administration and Microsoft Excel
Proficient with Word, PowerPoint, Outlook
Excellent project management skills
Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests, and manage laterally and upwards
Ability to understand the strategic direction and goals of the Sales Department and support appropriate processes to facilitate achievement of business objectives
Creative and analytical thinker with strong problem-solving skills
Strong analytic and quantitative skills; ability to determine trends and propose solutions
Ability to assess the impact of new requirements on Salesforce.com and all upstream and downstream applications, systems and processes
Results and success oriented, conveying a sense of urgency and driving issues to closure
Willing to work in a highly demanding and results-oriented team environment
Excellent communication and relationship-building skills with all levels of the organization
Must be innovative and resourceful and optimize use of available resources
Must be adaptable and comfortable with a fast-paced, changing environment
Attention to detail is one of your strengths
3+ years of sales operations experience or experience supporting sales environments
A documented history of successfully driving projects to completion
Experience modeling potential compensation and quota structures
Experience researching and implementing new sales tools to aid the work flow of a sales force
Experience implementing quoting and contract systems a huge plus
Experience identifying necessary sales process improvements and leading projects to drive change
Proven ability to design and implement new processes and facilitate adoption.
Excellent understanding of standard business practices related to Sales Operations processes and systems
2+ years of experience as a Salesforce.com administrator
Saleforce.com Admin (ADM201 and ADM211) certified preferred
Strong understanding of Salesforce.com best practices and functionality
Strong understanding of the Salesforce.com platform, with the ability to build custom apps and objects, formula fields, workflows, custom views, and other content of intermediate complexity
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle, or feel; and reach with hands and arms.
Position Type/Expected Hours of Work This is a full time position and hours of work and days are Monday through Friday 8:30am to 5pm.Occasional evening and weekend work may be required as job duties demand.
Travel is primarily locally during the business day, although some out of the area travel and overnight may be expected.
Preferred Education and Experience
Bachelor's degree in Business or equivalent and 3+ years previous experience in Sales Operations or Sales Enablement role .
Saleforce.com Admin (ADM201 and ADM211) certified
Additional Eligibility Qualifications
Relevant training certifications in industry topics helpful.
Work Authorization/Security Clearance (if applicable) – we are not doing or sponsoring additional H1-B’s at this time.
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Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
defi SOLUTIONS is an Equal Opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.